Journal of the Academy of Marketing Science

, Volume 31, Issue 1, pp 46–60 | Cite as

Investigating industry context effects in consumer-firm relationships: Preliminary results from a dispositional approach

  • Edwin Nijssen
  • Jagdip Singh
  • Deepak Sirdeshmukh
  • Hartmut Holzmüeller


Few, if any, past studies have attempted to develop a model to capture and explain industry context variability and hypothesize its effects on consumer-firm relationships. Generally, industry effects are ignored, described, or explained post hoc. Using the notion of consumers' dispositions toward a market, a framework is proposed for understanding the influence of industry context on consumer satisfaction, trust, value, and loyalty in relational exchanges. The empirical results of a survey in two service industries show that industry contexts matter and yield significant direct and moderating effects on consumer-firm relationships. The study underscores the promise of a dispositional approach for providing insights for the theory and practice of relationship marketing, resolvin goutstanding questions, and proposing fruitful areas for further examination.


Relationship Marketing Consumer Sentiment Consumer Loyalty Industry Context Dispositional Variable 
These keywords were added by machine and not by the authors. This process is experimental and the keywords may be updated as the learning algorithm improves.


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Copyright information

© Academy of Marketing Science 2003

Authors and Affiliations

  • Edwin Nijssen
    • 1
  • Jagdip Singh
    • 2
  • Deepak Sirdeshmukh
  • Hartmut Holzmüeller
    • 3
  1. 1.University of NijmegenNijmegenThe Netherlands
  2. 2.Case Western Reserve UniversityClevelandUSA
  3. 3.Dortmund UniversityGermany

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